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Sergio

LAFAYETTE, COLORADO, United States | Member Since 2013

5
HELPFUL VOTES
  • 1 reviews
  • 1 ratings
  • 34 titles in library
  • 0 purchased in 2015
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  • The Challenger Sale: Taking Control of the Customer Conversation

    • UNABRIDGED (5 hrs and 43 mins)
    • By Matthew Dixon, Brent Adamson
    • Narrated By Matthew Dixon, Brent Adamson
    • Whispersync for Voice-ready
    Overall
    (239)
    Performance
    (209)
    Story
    (208)

    What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships - and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them.The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance.

    Lou says: "One novel idea. Only need to listen first chapter"
    "The title should be The Experienced Sale because.."
    Overall
    Performance
    Story
    Would you recommend this book to a friend? Why or why not?

    it describes in detail the characteristics of an experienced salesperson's approach. Teach, tailor and take control are inherit of a seasoned pro. Teaching is something one is challenged to do without experience. I believe if a company decides to invest in the market research and training to bridge the gap of their new hires this book may have more application.


    What do you think your next listen will be?

    idk


    How did the narrator detract from the book?

    referencing other people's accomplishments


    Do you think The Challenger Sale needs a follow-up book? Why or why not?

    no.


    Any additional comments?

    nothing revolutionary about this book.

    5 of 6 people found this review helpful

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